I have at least a decade and a half of supporting sales teams as a security manager, CISO representative, proposal writer, or CTO. And every sales team has some kind of inside sales or sales development representative role. One of the quickest “wins” I’ve seen came from a few conversations to simplify their pitch andContinue reading “Cybersecurity Sales: Getting Attention”
Tag Archives: sales
Why do CISOs Hate Their Vendors?
One thing a friend of mine told me several years ago that has resonated in my head for over 5 years. He ran back-to-back events: one for CIOs and one for CISOs. He noticed that the CIOs love their vendors because they know that they can’t get their job done without them. They might fightContinue reading “Why do CISOs Hate Their Vendors?”
Security Vendors: During a Crisis, be an Ambulance Driver
For the past 10 years, I’ve been working with a security vendor in support of account teams. It’s a fact of life that customers and prospects have security incidents or crisis that they have to deal with and that your company can solve (fully or partially) for them. I’ve joined numerous sales calls related toContinue reading “Security Vendors: During a Crisis, be an Ambulance Driver”
Infosec “Breach Shaming”
As a mentor for 2 different incubator programs, I’ve been seeing and evaluating a lot of pitches this week and last. Office hours and demo day for ICE71. Mentor matching for MassChallenge. And then the past 20+ years of being pitched to by security vendors. And there is one thing that I want to address.Continue reading “Infosec “Breach Shaming””